Tag Archives: medical sales

“Hi Doc. I’m selling something you already have. Are you interested?”

If the title of this podcast seems ridiculous to you and you’re wondering who would ever approach a doctor with a pitch like that, you might want to look in the mirror!  Sales reps approach health care buyers way too often with any one of a number of approaches that essentially say the same thing.  If you want an idea on how to better connect with your decision-makers, listen to this podcast episode.

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If you could only focus on one thing to win in medical sales, what would it be?

Medical sales professionals wear many hats, providing a multitude of services for their customers and their customer’s patients.  If you had to choose one area to focus your energies and attention in order to achieve the greatest return on your effort, what would that be?  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the one area where you must maintain a focus because this is the one area that won’t take care of itself.

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Don’t Be a Professional Visitor in Medical Sales

Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands.  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.

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Relationship building in medical sales — It’s not just about the buyer

Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you  may be leaving money on the table.  In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.

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Cold Calling Tips for Medical Sales

Love it or hate it, cold calling is often a necessary evil if you work in medical sales, and if you’re going to do it, you may as well get good at it.  If you’re willing to spend about eight minutes of your time, I’ll share with you some effective cold-calling tips that will make a difference in your  medical sales results.

Do me a favor — after you listen, please leave some comments about cold-calling in medical sales.  Let’s get a discussion going!

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Rejection – How do you handle it with your healthcare customers?

Everyone knows that if you’re in sales, handling rejection is a part of the job.  Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back.  In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.

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In Medical Sales, You Can Plan Like a Pilot, or Make it Up as You Go

Would you get on an airplane if the pilot did not have an absolute plan as to how he was going to get you to your destination?  Medical sales professionals, pharmaceutical sales executives, and others who sell in the life sciences industry too often “take-off” with just an idea as to where they want to go, and then try to figure out how to get there once they are already airborne.  In this edition of the medical sales guru podcast, Mace Horoff talks about why this is a bad approach and how you should plan your “trip” before you ever get in front of a clinical customer.

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If You’re in Medical Sales, Always Have an Alternate Plan

What do you do when you’re selling to a customer or servicing a customer and things don’t go as planned?  Do you just make it up as you go?  How would you feel if you were getting on an airplane with a pilot who took the same approach…”well, if something goes wrong, we’ll just figure it out…”  In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses the essential requirement of being prepared for the what-ifs.

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How To Love Your Competition in Medical Sales

How do you feel about your competition?  Love them or hate them, few things can drive you towards success in medical sales like your competition.  In fact, you should give thanks for your competitors every day of your career.  Does this sound crazy?  Listen to this weeks Medical Sales Guru Podcast and you will learn to love your competition.

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Stop Showing Off – Let Your Customers Be The Experts

Sure, you need to be knowledgeable about your products and your industry, and you think your customers will be impressed when you show them how much you know!  Not so fast…While you may wow some of the medical professionals you call on with your photographic recall of clinical data that you just gleaned from your company’s recent training or updates, others will find you annoying and may decide not to do business with you.  In this edition of the Medical Sales Guru Podcast, Medical Sales speaker Mace Horoff relates an incident where he asked a surgeon a technical question and it created an adversarial situation.  If you haven’t been selling in medicine for a long period of time, this is some advice you don’t want to miss!

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